Security Sales Specialist, AWS Industries; AWSI

Security Sales Specialist, AWS Industries (AWSI)

Job :  | AWS EMEA SARL (UK Branch)

AWS Industries (AWSI) is building a dedicated Security Specialist Sales team to proactively drive Security Services revenue growth across our customer base. As a Security Specialist Seller, you will serve as the primary "hunter" for AWS Security opportunities, independently generating demand, building executive‑level CISO and Director‑level relationships, and owning the security pipeline within your assigned territory. This is not an overlay or support role;

you will originate, develop, and drive security deals from identification through close. You will be paired 1:1 with a dedicated Security Solution Architect and operate as a high‑performance dual‑coverage team alongside account teams, with clear swim lanes: you own the security strategy and pipeline, while account managers own account orchestration and commercial execution.

• Proactively identify, generate, and own new security opportunities across assigned Industry Business Unit (IBU) territories; this is a hunter role, not reactive support
• Execute targeted sales plays across greenfield scenarios (e.g., customers architecting security for new AI applications on Bedrock) and brownfield scenarios (e.g., consolidation and cost optimization)
• Drive competitive displacement against incumbent security providers (e.g., Wiz, Microsoft) leveraging AWS Security Hub momentum and the broader AWS security portfolio
• CISO Engagement
  • Build and maintain independent, trusted relationships with CISOs and security buying centers
  • Engage on board‑level security concerns, including risk reduction, regulatory compliance, SOC productivity, total cost of ownership, and business continuity in complex cloud environments
• Security Strategy
  • Demonstrate deep knowledge of the AWS Security portfolio spanning Threat Detection, Data Protection, Governance, and Network and Application Protection
  • Articulate competitive advantage over third‑party security alternatives and position AWS‑native security as a consolidation and cost‑optimization play
• Team Collaboration
  • Collaborate with AMs in a dual‑coverage model where you lead security origination and strategy and the AMs lead account‑level orchestration and commercial execution

• True ownership:
  You are not an overlay. You own the security buying center, build your own CISO relationships, and drive your own pipeline
• Product momentum:
  Security Hub's launch at re:
  
  Invent 2025 has created immediate competitive displacement opportunities and strong customer demand
• Strategic impact:
  By addressing security early and confidently, you remove blockers to broader workload migration, creating a multiplier effect that benefits the entire account team

• Experience with any combination of application security frameworks, identity and access controls, incident response, mobile security, cloud computing and security, AI security, threat intelligence, and penetration testing
• Experience in technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services
• Experience selling cybersecurity solutions, platforms, or services to large enterprise customers
• Demonstrated experience building and maintaining C‑level relationships, specifically with CISOs and security executives
• Proven ability to independently generate pipeline through outbound prospecting, whitespace analysis, and strategic account planning
• Experience navigating complex, multi‑stakeholder sales cycles in Fortune 500 / Global 2000 accounts
• Bachelor's degree or equivalent professional experience

• Deep knowledge of the cloud security landscape, including CSPM, CNAPP, SIEM/SOAR, identity management, data protection, and network security
• Experience with competitive displacement selling against established security vendors (e.g., Palo Alto Networks, Crowd Strike, Wiz, Microsoft)
• Familiarity with AWS Security services and the broader AWS ecosystem
• Experience selling into regulated industries (e.g., Financial Services and Healthcare) where security and compliance are critical buying criteria
• Understanding of AI/ML security requirements and emerging security needs for generative AI workloads
• Track record of exceeding multi‑million‑dollar annual quotas in security or infrastructure software sales
• Relevant security certifications (CISSP, CCSP, AWS Security Specialty) are a plus
• MBA or advanced degree is a plus

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.